Our Thinking

Technology has given marketers, sponsors, and their advertising agencies the power to self-serve when they purchase media, which has the immediate effect of separating you from your products. We have three ways to help your sales people make your clients want to do business with them rather than just buying their inventory. View post

Your best sales people have learned to spot the clients that should be doing business with your company. And when those clients are small, they require time and attention in order to help them grow. The irony is that those same sales people often lack the bandwidth required to grow those small accounts. View post

Sometimes, even the most talented and motivated sales people need help getting an account in motion.
A recent walk in the woods reminded me that a manager can really help a sales person get excited about growing an account by helping them find the uniqueness of that business.
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When it comes to persuasive campaigns, it's important to know when you have one – and when you don't! In this post, we explore the “Shot on iPhone” campaign to illustrate how you can make your tools more valuable by developing them into persuasive campaigns. View post

If you want your ideas to become your competitive advantage, you must develop them into persuasive campaigns. In this post, we list the three key ingredients that are contained in all persuasive campaigns.
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Want to take control of the currency your clients use to establish your value? While your competitors focus on their numbers, you can put a marketing idea into the conversation and, in essence, change the currency. View post

The recent announcements by iHeartMedia and the Katz Media Group have put the radio industry on notice that the programmatic era has officially begun. In this post, we take a look at how iHeartMedia has been preparing for this moment for over a decade. View post

Is Amazon putting book stores out of business or have the book stores shot themselves in the foot? Media sales organizations are about to engage in a similar battle against automation. Are they ready to compete? View post

Sales people shouldn't have to guess at what their managers expect from them. Let's eliminate all the vague, subjective ways with which we currently communicate with our sales people and instead engage them in conversations about performance numbers that they can control. View post